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Webcast

The Cost of a Bad Sales Manager (…US$3.5 million)

15 September 2016

We all recognize that sales managers play a key role in the sales force. Great managers elevate the performance of their entire team, and everybody knows it. Sellers want to work for them, other managers envy them, and senior executives want more of them. But what about poor-performing sales managers?...Read more

Webcast

Research Update: Managing Sales Compensation

1 September 2016

Sales compensation dwarfs other sales-related expenses, and commands plenty of the sales organization's energy and attention. Firms' ability to design, adapt, administer, and communicate their sales compensation plans is therefore a significant management concern. This webcast presented initial findings from recently-concluded Sales Management Association research on Managing Sales Compensation. The...Read more

Blog Post

From Player to Coach: Turning Great Salespeople into Great Sales Managers

25 August 2016

Should you take the risk and promote your top-performing salesperson to manager? The stakes are high. You’re not only going to lose a great player on the field, you’re also making a bet that their outstanding current performance will translate into this new role. The debate over whether the...Read more

Webcast

How to Map Sales Enablement with the Buyer’s Journey

25 August 2016

High-performing sales leaders know that the buyers now drive the sales process, and sales teams trained to navigate the buyer journey can close more deals and build stronger relationships. During this live webcast, Octiv chief marketing officer Brad Gillespie and GameTime VP of Marketing & Product Development, Fred Wiechmann, discussed...Read more

Webcast

Sales Talent Assessment: When, Where, and Why You Should be Utilizing a Structured Approach

11 August 2016

Will and skill: two ingredients essential for a successful salesperson. Innovations over the past decade help managers drive and measure will, but fewer tools offer insight into skill. Often sales candidate selection is left to inexperienced field sales managers poorly-equipped to assess talent or hire effectively. In this webcast, we...Read more

Webcast

Sales Development: An Emerging Selling Role Driving Sales Productivity

3 August 2016

High-growth technology firms are abuzz with sales development? ? a specialized sales role focused in prospecting. Sales development reps (SDRs) concentrate on lead development, outbound prospecting, and moving prospects through the earlier stages of the sales funnel, before handing them off to others in the sales force. SDRs are widely...Read more

Blog Post

How To Hire The Right Sales Ops Manager

29 July 2016

In crew, coxswains don’t row the boat, but they use their intelligence to help the boat run more efficiently. They steer the boat straight, keep everyone on rhythm, and correct any technical errors. Much like the coxswain, a sales operations manager might not sell themselves. Rather, they enable the sales...Read more

Webcast

Secrets to Making Your Sales Methodology Stick

28 July 2016

Sales forces spend countless hours installing new sales processes and training salespeople to execute them. But despite these investments, most fail to reach adoption levels sufficient to make the new sales methodology stick. The reality is that successful sales transformation requires both short-term and long-term steps that engage and align...Read more